prospective clients can be called leads, suspects, prospects, opportunities, decision-makers, or champions, each term reflecting their position in the sales journey and level of engagement with your product or service.
Prospective clients, those individuals or organizations with potential to become paying customers, have a diverse vocabulary depending on the stage of the sales process and their level of engagement. Here's a breakdown:
Early Stages:
Leads: These are the broadest category, encompassing anyone identified as having a potential need for your product or service. They might be website visitors, downloaded lead magnets, or attendees at an event.
Suspects: Leads move to "suspects" when qualified further, typically based on demographics and industry fit. They're more likely to be interested, but confirmation is needed.
Prospects: This term signifies a higher level of potential. Prospects have shown some interest, perhaps requesting information or engaging in initial conversations. They're considered qualified leads with a good chance of converting.
Further Engagement:
Opportunities: When a prospect actively considers your solution and moves closer to a decision, they become an "opportunity." This indicates a specific sales pipeline stage, requiring focused attention and resources.
Decision-makers: These are the individuals within an organization holding buying power or significant influence on the purchasing decision. Identifying and engaging with them is crucial for successful deals.
Champions: Within the prospect organization, there may be "champions" enthusiastic about your solution and advocating for its adoption. Building strong relationships with them can enhance your success.